Director, Revenue Operations

Aircall

Director of Revenue Operations managing acquisition and AI Ops at Aircall, an AI-powered customer communications platform for 22,000+ companies.

Posted 7/11/2026full-timeSeattle • Washington • 🇺🇸 United StatesLead💰 $200,000 - $240,000 per yearWebsite

About the role

Key responsibilities & impact

Own Acquisition Ops end to end. Lead the Qualified Pipeline (QP) and Net New Sales (NNS) processes across the acquisition motion — from marketing and XDR (SDR/BDR) handoffs through PAM, AE, and SE — ensuring consistent stages, clean data, accurate forecasting, and predictable conversion.
Operationalize AI across the field. Build and run a new AI Ops capability that embeds AI into the daily workflows of SDRs, BDRs, AEs, PAMs, etc. — from prospecting and call intelligence to next-best-action, forecasting, and pipeline hygiene. Define the playbooks, tooling, adoption, and metrics that turn AI into measurable seller productivity.
Lead Sales Ops and Partner Ops. Manage and develop the Sales Ops and Partner Ops teams, setting the standard for rigor, responsiveness, and business partnership across the acquisition org and our partner ecosystem.
Drive one GTM operating model. Partner with the CRO, GMs, and your Customer Ops and Revenue Planning & Insights peers to deliver consistent stages, data, and forecasting across the full revenue lifecycle (Marketing <> XDR <> PAM → AE/SE → AM/CE/FDE), and to design the weekly, monthly, and quarterly operating cadences that keep the business on track.
Partner across the RevOps function. Work hand in hand with Customer Ops (AM Ops, CE Ops, FDE Ops, SE Ops, Support Ops) on land-and-expand and retention motions, and with Revenue Planning & Insights (planning, analytics, PMO, commissions) on targets, capacity, territory and quota design, comp plans, and reporting — so acquisition and customer motions operate as one system.
Build the systems and single source of truth. Partner with Data and GTM Systems to ensure the tooling, data architecture, and dashboards behind acquisition and AI Ops are clean, scalable, and trusted by leadership and the field alike.
Shift the perception of RevOps. Move RevOps from a function that controls the business to one that demonstrably helps it grow — earning the right to lead through reliability, insight, and impact.

Requirements

What you’ll need

7+ years in revenue operations, sales/GTM operations, or a related function, including significant experience leading and scaling teams — ideally in a fast-paced, high-growth B2B SaaS environment.
Deep expertise in the acquisition motion: pipeline generation (PG), qualified pipeline (QP), and net new sales (NNS) processes, sales forecasting, territory and quota design, and conversion optimization across SDR/BDR, AE, and partner-led motions.
A track record of operationalizing AI or new tooling for field sellers — not just evaluating tools, but driving adoption, building workflows, and proving productivity impact at scale.
Strong systems and data fluency; comfortable partnering with Data and Systems teams on architecture, reporting, and a trustworthy single source of truth (Salesforce and the broader GTM stack).
Excellent cross-functional leadership and stakeholder management; you can align a CRO, GMs, Finance, and operations peers around one operating model and hold the line on consistency.
A builder's bias: you turn ambiguity into repeatable process and structure, and you genuinely enjoy making large GTM teams run better.
Clear written and verbal communication; fluency in English.
Nice to have: experience standing up an AI Ops or sales productivity function, and familiarity with land-and-expand, NRR, and commissions/incentive design.

Benefits

Comp & perks

Medical, dental, and vision insurance is 100% covered
401k plan with company matching!
Unlimited PTO — take the time you need to come to work feeling great!
Wellness, internet, and childcare reimbursements
Generous parental leave policy

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales ForecastingPipeline GenerationTerritory DesignQuota DesignConversion OptimizationData ArchitectureSalesforceGTM StackAI IntegrationProcess Optimization

Soft Skills

Cross-Functional LeadershipClear CommunicationStakeholder ManagementProblem SolvingBuilder's Bias